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Promotion Optimisation & Pack Price Architecture

Healthcare Provider

A global healthcare leader, with a strong presence in a highly competitive market, sought to drive profitable market share growth across multiple channels. We developed a new multi-channel pack price architecture, aligning promotional strategies with the goal of improving net profit. This case study explores how our comprehensive approach optimised the company’s pricing and promotional structure, creating a platform for sustainable growth in a challenging market environment. 

8%

promo plan margin improvement in grocery

$722k

profit from PPA

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Promotion Optimisation

UK Spirits Supplier

A UK spirits supplier was looking to enhance their promotional strategy for a key brand in their portfolio. The client sought to optimise their approach and gain deeper insights into promotional effectiveness. We conducted a thorough analysis to address critical questions surrounding display impact, funding strategies, margin optimisation, and governance frameworks. This case study explores how we developed a data-driven promotional framework, balancing promotional pressure and frequency whilst considering competitive dynamics.

£260k

Developed a full year promo plan for a core SKU that could generate £260k gross profit

£500k

£500k in RSV from implementing a deeper promotional strategy with two customers

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Capability

Global Food Supplier

A leading global FMCG company specialising in table sauces, meals, snacks, and baby food sought to elevate their experienced revenue managers to industry-best status. Acumen designed a bespoke two-tier RGM masters program, blending core curriculum with personalised development plans. This case study outlines the challenges, solution approach, and key benefits achieved.  

5 electives created

5 individual electives were created to reflect key competencies, support PDP and individual project progress.

9/10

NPS score achieved

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Acumen Invest

Food & Beverage Supplier

A multi-category supplier in dairy, early-life nutrition, and water implemented Acumen Invest to optimise business planning and support digital transformation. The solution consolidated data, streamlined processes, and freed up key account managers’ time. This case study outlines the challenges, implementation process, and quantifiable outcomes achieved through Invest’s integration.  

1st

For the first time, visibility of buy-in and sell-out data enabled the pre and post-evaluation process.

72 Excel files removed

Removed 72 separate Excel planning files in a single market, which significantly reduced the time spent on manual data validation

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We’re proud to work with some of the world’s leading consumer goods companies

 

16-18%

net profit benefit

20%

volume increase across both channels

Structured Pricing

Wine and Spirits Supplier

A leading global wine and spirits company, with significant market share in Vietnam, sought to implement a structured pricing framework across traditional and modern trade channels. We created a new pricing strategy aligning the Recommended Selling Price (RSP) to the net price, supported by a 3-year implementation plan. This case study explores how this approach simplified the pricing structure and built a defensible platform for growth in the Vietnamese market. 

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€5.2M

pricing exposure on key SKUs across Western Europe.

8.3/10

NPS Satisfaction Score

Acumen Radar

Multinational Brewer

A leading multinational brewer implemented Acumen’s Radar pricing tool to tackle international pricing challenges. The solution provided complete visibility of pricing levels, identified exposure-driving SKUs, quantified trade spend, and enabled future scenario modelling. This case study details the client’s journey, challenges, and measurable outcomes achieved over 14 years. 

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5-stage

Methodology developed to structure customer negotiations.

11 stakeholders

engaged with over 6 markets

International Pricing Management

Frozen Foods

A leading European frozen foods company sought to improve its approach to international customer negotiations due to an evolving retail landscape. By standardising its engagement strategy and leveraging key internal stakeholders, they developed a proactive negotiation framework to optimise customer interactions and protect pricing.

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£12M

spend repatriation in Year 1 by reversing Net Price agreements.

£1.5M

in savings for year 1

Pricing and Trade Terms

Alcohol Supplier

Faced with the challenges of losing control over investments due to Net Price agreements, a leading UK drinks supplier partnered with Acumen to optimise their pricing and trade terms. This aimed to regain control of their trade spend, improve profitability, and create a sustainable framework for future growth.

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+27% Profit Increase

Project outcomes revealed a potential 27% increase in profit through the implementation of recommended strategies.

12-Week Delivery

The project was completed in a swift 12 weeks, including accelerated insights to support internal strategy planning.

Pack Price Architecture

Beer Supplier

A major player in the beer industry aimed to drive efficiency and profitability by developing a Pack Price Architecture (PPA) strategy. The company faced challenges due to significant cost price inflation and a low margin per litre, seeking to optimise its portfolio to better meet consumer needs and improve profitability.

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2%

Increased ROI on $500m trade spend

4x

Unlocked the ability to budget and forecast quarterly

Acumen Invest

Soft Drinks Manufacturer

A leading player in the Australian beverage market, faced a complex operating environment dominated by a grocery duopoly. The Metcash business also created additional complexity thanks to a tiered operating model, independent store ownership and the presence of multi-store operators. To address these challenges, the Acumen Invest TPM tool was deployed, streamlining business planning and enabling more robust financial management.

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81 SKUs

covered from their product lines, including 36 for tea and 29 for coffee

10/10

NPS score

Structured pricing

Tea and Coffee Supplier

A tea and coffee supplier worked with Acumen to structure their pricing and trade terms to foster growth and collaboration with customers. By developing a structured pricing framework and streamlined investment model, the project created a consistent pricing approach for sales teams, increased control over promotional spending, and provided transparency for customers. This initiative received outstanding feedback, achieving an NPS score of 10/10.

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Helping the world’s leading consumer brands make better business decisions

 

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